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International Negotiation
Analysis, Approaches, Issues
"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator." "At a time when culture is woven ever more tightly into the fabric of international negotiation, this revised edition of Kremenyuk's groundbreaking volume offers wise advice and keen insights for navigators of new cultural landscapes." "A work that has become an essential text for both our masters and doctoral programs." "Vast in scope and varied in approach, International Negotiation is an indispensable and completely revised collection of the leading scholarship. It situates the ever-expanding arenas and forms of negotiation in the context of their analytic insights and disciplinary approaches, giving students and practitioners alike a comprehensive and authoritative guide to the field." "The preeminent and comprehensive overview of international negotiations. Explaining their critical and growing importance, and making their inherent complexity much more manageable. Must reading for scholars and serious practitioners alike."
— United States Ambassador (Ret.) James E. Goodby, Distinguished Service Professor Emeritus, Carnegie Mellon University
— Melanie Greenberg, program officer, Conflict Resolution Program, The William and Flora Hewlett Foundation
— Christopher Mitchell, professor of conflict analysis, Institute for Conflict Analysis and Resolution, George Mason University
— Chester A. Crocker, chairman of the board, U.S. Institute of Peace and professor of strategic studies, School of Foreign Service, Georgetown University
— Bruce Patton, deputy director, Harvard Negotiation Project and coauthor of Getting to Yes and Difficult Conversations
Victor A. Kremenyuk (Edited by)
9780787958862, Wiley
Paperback / softback, published 13 February 2002
592 pages
23.6 x 17.9 x 4 cm, 0.921 kg
"...is an excellent read..." (The Texas Mediator, Spring 2002)
The first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges of today's complex international community. Developed under the direction of the International Institute for Applied Systems Analysis, this important resource contains contributions from some of the world's leading experts in international negotiation, representing a wide range of nations and disciplines. They offer a synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and strategies for producing mutually satisfactory and enduring agreements that is particularly relevant in these times.
Preface to the 1991 Edition xi Preface to the 2002 Edition xvii About the Contributors xxii Part One: Levels of Analysis 1 1 Contributions of Applied Systems Analysis to International Negotiation 5 2 The Emerging System of International Negotiation 22 3 The Negotiation Process 39 4 Metaphors for Understanding International Negotiation 64 5 The Structure of Negotiation 71 6 Strategy in Negotiation 85 7 The Actors in Negotiation 97 8 The Outcomes of Negotiation 110 Part Two: Approaches And Perspectives 127 9 Historical Approach 131 10 The Legal Perspective on International Negotiations 145 11 Organizational Theory 159 12 Economic Perspective 186 13 Game Theory 202 14 International Negotiation Analysis 229 15 Psychological Approach 256 16 Cognitive Theory 270 17 Content Analysis 288 Part Three: Issues 313 18 Arms Control and Arms Reduction: View I 315 19 Arms Control and Arms Reduction: View II 334 20 Regional Conflict Resolution 348 21 Negotiation on Trade and the Environment: Variation in the Multilateral Approach 362 22 International Business Negotiations 375 23 International Negotiation: The Cultural Dimension 392 24 Negotiations with Terrorists 416 Part Four: Education And Training 431 25 Development of Negotiating Skills 433 26 Training of Negotiators 455 27 Simulation for Teaching and Analysis 465 Afterword 481 References 485 About IIASA 537 Name Index 539 Subject Index 549
Howard Raiffa
Victor A Kremenyuk
Christophe Dupont and Guy-Olivier Faure
Victor M Sergeev
I William Zartman
Dean G Pruitt
Jeffrey Z Rubin
Arild Underdal
Jean F Freymond
Franz Cede
Robert L Kahn
Addendum by Roy J Lewicki
John G Cross
Rudolf Avenhaus
James K Sebenius
Jeffrey Z Rubin
Christer Jönsson
Daniel Druckman with the collaboration of P Terrence Hopmann
P Terrence Hopmann with the collaboration of Daniel Druckman
Alexei G Arbatov
I William Zartman
Gunnar Sjöstedt
Christophe Dupont
Guy-Olivier Faure
Richard E Hayes
Willem F G Mastenbroek
Paul W Meerts
Gilbert R Winham
Victor A Kremenyuk
Subject Areas: Business & management [KJ]
